December 29, 2009

The 6 Influencers of Human Behavior

I
was listening to an audio that came with a subscription to a series of
panel discussions called "The League of Extraordinary Minds". it
was a conversation that the organizers of The League had with Tony
Robbins. In this conversation, he outlined the 6 influencers of human
behavior:

1. Certainty - people like to know what they're getting, what they can count on. 2. Uncertainty - people like suprises and need variety. 3. Feeling signficant, unique, special, or needed. 4. Connection & Love 5. Growth & Development – making progress 6. To Contribute Beyond Yourself (you can't just get, you must give).

It works like this: As you increase the number of influencers that you
fulfill for your leads, prospects, and/or customers given your product
and/or service, you can move them from mere interest to Raving Fan.

(In terms of knowing whether you're fulfilling them or not, for each influencer, you’re scoring a 7 on a scale of 1-10).

The game/goal is to fulfill multiple influencers with your leads,
prospects, and/or customers - and as you increase them, their regard shifts in terms of their relationship to your company, as follows:

How does this boil down? If you meet people's needs, you will have
raving fans. This must happen in the way that you acquire them, share
information with them, and deliver your products and service to them.